Page 172 - ConvinceThemFlip

convince them in 90 seconds or less
EXERCISE
Seeing Your Image
Come up with two or three words that effectively capture
the image you’d like to project—innovative, modern,
reliable, conservative, adventurous, bold, progressive,
traditional, professional, friendly, and so forth. Invest
some time in a library or bookstore that carries American,
English, French, and Italian fashion periodicals. Think
about shape, color, and textures.
Now imagine yourself five years down the road toward
success. You are going to create a future memory, a
specific moment in time when you are successful. Maybe
you are in your private jet on the way to open yet another
restaurant in Paris. Perhaps you’re sitting around the
breakfast table laughing with your kids and deciding to
take Monday off. Make your image reasonable: Chances
are you won’t be in a private jet if you see yourself as a
kindergarten teacher. And it’s unlikely you’ll be a croupier
in Sin City if you’ve got three small kids at home.
to occasionally being a confused and uneasy victim of cer-
tain mind games perpetrated by a few of the more seasoned
agents when getting down to the short strokes. Now his
newfound style gave him an air of affable authority that he
hadn’t had before. It disguised his inexperience and lack
of confidence. “I’m not as obvious as I used to be. People
take me more seriously.”
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